This Day On The Street
Continue to site right-arrow
ADVERTISEMENT
This account is pending registration confirmation. Please click on the link within the confirmation email previously sent you to complete registration.
Need a new registration confirmation email? Click here
$1 buys you full access to ALL of TheStreet's Subscription Services! Learn More

Delivering Change to the Last Mile

Keep Version 1 simple. Let each sales team modify the program to fit their member skills and their customer situation. When you let sales teams customize -- when members have a chance to argue through every point -- they will truly understand how the team will operate and each member will feel personal ownership for the change.

The second problem is that the corporate design team tried to manage people through process maps and policies -- if you send out a policy, behavior will change. But, policies can't manage people; people manage people.

Think of the New York Yankees. Year-after-year they produce extraordinary teams. The Yankee's team culture is very strong. Every team member knows precisely what is expected. And violations are strictly enforced by peers.

Solution: Bring the entire sales team together to customize the new approach. Simplify the new approach into four to six major process steps and ask, "How are we doing on step one? Who owns step one; how should we measure and manage it; and what is the expected contribution from each team member?" Document each step. Then revisit and modify every month until the new behavior patterns solidify. Add additional process detail at each monthly meeting until you earn an A.

Example 2: Repositioning HR to provide enhanced business value.

A large company's HR organization spends more than one year to "transform" its HR generalists into HR Business Partners. The design team defines each new role in detail. They attempt to cross the last mile with a training class on how to be a strategic partner. But it doesn't work -- business leaders see no improvement in HR's business value.

Problem: Training classes work well for knowledge transfer (e.g., how to use computer programs), but are close to useless in driving behavior change. Distributing documented role profiles is even less effective.

Solution: First, replace all HRBPs who do not have the leadership, influence skills or analytical capacity to provide advice to senior leaders. Don't try to develop DNA.

Then, for remaining subordinates, schedule a facilitated conversation with their manager. A professional facilitator will ensure a quality conversation with documented agreements.

2 of 3

Select the service that is right for you!

COMPARE ALL SERVICES
Action Alerts PLUS
Try it NOW

Jim Cramer and Stephanie Link actively manage a real portfolio and reveal their money management tactics while giving advanced notice before every trade.

Product Features:
  • $2.5+ million portfolio
  • Large-cap and dividend focus
  • Intraday trade alerts from Cramer
  • Weekly roundups
TheStreet Quant Ratings
Try it NOW
Only $49.95/yr

Access the tool that DOMINATES the Russell 2000 and the S&P 500.

Product Features:
  • Buy, hold, or sell recommendations for over 4,300 stocks
  • Unlimited research reports on your favorite stocks
  • A custom stock screener
  • Upgrade/downgrade alerts
Stocks Under $10
Try it NOW

David Peltier, uncovers low dollar stocks with extraordinary upside potential that are flying under Wall Street's radar.

Product Features:
  • Model portfolio
  • Stocks trading below $10
  • Intraday trade alerts
  • Weekly roundups
Dividend Stock Advisor
Try it NOW

Jim Cramer's protege, David Peltier, identifies the best of breed dividend stocks that will pay a reliable AND significant income stream.

Product Features:
  • Diversified model portfolio of dividend stocks
  • Alerts when market news affect the portfolio
  • Bi-weekly updates with exact steps to take - BUY, HOLD, SELL
Real Money Pro
Try it NOW

All of Real Money, plus 15 more of Wall Street's sharpest minds delivering actionable trading ideas, a comprehensive look at the market, and fundamental and technical analysis.

Product Features:
  • Real Money + Doug Kass Plus 15 more Wall Street Pros
  • Intraday commentary & news
  • Ultra-actionable trading ideas
Options Profits
Try it NOW

Our options trading pros provide daily market commentary and over 100 monthly option trading ideas and strategies to help you become a well-seasoned trader.

Product Features:
  • 100+ monthly options trading ideas
  • Actionable options commentary & news
  • Real-time trading community
  • Options TV
To begin commenting right away, you can log in below using your Disqus, Facebook, Twitter, OpenID or Yahoo login credentials. Alternatively, you can post a comment as a "guest" just by entering an email address. Your use of the commenting tool is subject to multiple terms of service/use and privacy policies - see here for more details.
Submit an article to us!

Markets

DOW 17,827.75 +12.81 0.07%
S&P 500 2,072.83 +5.80 0.28%
NASDAQ 4,787.3170 +29.0650 0.61%

Brokerage Partners

Rates from Bankrate.com

  • Mortgage
  • Credit Cards
  • Auto

Free Newsletters from TheStreet

My Subscriptions:

After the Bell

Before the Bell

Booyah! Newsletter

Midday Bell

TheStreet Top 10 Stories

Winners & Losers

Register for Newsletters
Top Rated Stocks Top Rated Funds Top Rated ETFs